Getting Past The Gatekeeper
I had a sales rep ask me the other day "how do I get past the gatekeeper", referring to the person at the front desk or that answers the phone that filters access to a decision maker.
Coming up in this industry, we were taught to perceive this person as our adversary. We were shown all kinds of creative ways to get around them such as showing up when they are away at lunch etc. This may have made for some good stories, but very short-sighted.
Here is what I learned:
Often the person you are trying to get around, is actually the person you need. As most businesses are small family operations, very often the person at reception is a close relative of the owner (spouse, child, sibling, in-law etc.) More often than not the person you are trying to avoid may actually part-owner, has signing authority, or strongly influences buying decisions. I found it was better to work with them as they know the correct person that will make decisions, as well as which products or services they are currently having issues with and are looking for solutions to.
The reality is what you are selling a prospective customer may not need at the moment, but will eventually, so the best thing you can do is be there when they are ready. If you keep in touch, understand their timeline and have proven you can provide real solutions, you will be top-of-mind when they are ready.
More from behind the scenes next week. Have a great rest of your week :-)
Dale
Account Executive at Vista Ideas Group, a division of Vista Radio. Owner & Developer of Don-O-Ray Farm Adventure. Executive Director of Natural Living Farm. Owner of Staff Bot A.I.
2 年Very true. So many decision makers don't have time to come into the meeting in the initial stages. These need to be handled by staff and admin that will evaluate and recommend or pass on the opportunity. Administrators and assistants have their finger on the pulse of the business. They often have signing authority, with a verbal yes from the decision maker. It is often advantageous to create a working/friendly relationship with the assistant, or next in line. With so many people changing careers, the next time you call, they may be the decision maker!